Account Executive (Remote)

Account Executive (Remote)

Position Title: Account Executive

Location: Virtual, United States

Employment Type: Full-Time

Onsite, Remote or Hybrid: Remote

Department: Sales

Travel: Semi-Frequent

Benefits: Medical, dental, vision, HSA, FSA, 401(K), life insurance, parental leave, and mental health resources all beginning on first day of employment. See Benefits section below for more details.

COMPANY SUMMARY:

Here at Aprimo, our mission is to empower the marketing organizations of today to build the brands of tomorrow. Aprimo is a pioneer of the marketing resource and digital asset management space, and we deliver an innovative, industry-leading SaaS solution that changes the way Fortune 500 organizations create, collaborate, and learn in order to deliver exceptional brand experiences at scale.

Aprimo helps enterprises unleash the power of their content by providing a marketing automation software and digital asset management software that manages the behind-the-scenes activities involved in marketing. Our product allows companies to manage content planning, creation and distribution all in one place, store content and media in a shared repository, and receive in-depth insights into how content performs.

Founded in 1998, Aprimo has five offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.

Named a Leader in Digital Asset Management (DAM) and Marketing Resource Management by Forrester and winner of the 2021 Tech Cares Award for our work with Aprimo HELPS and Aprimo UNIFIES, we build on the power of our people to make an impact both in our industry and in our communities.

POSITION SUMMARY:

As an Account Executive, you will be responsible for articulating the value of our platform to various industries including Financial Services, Retail, Manufacturing, and Hi-Tech organizations less than $1B in annual revenue. In the role, you will identify business needs and apply your knowledge to develop and present world-class solutions. Candidates will need to be energetic, motivated, eager to learn, passionate about their craft and driven by success. Software sales is in a constant state of evolution, ever changing and innovative, so we seek candidates who possess the ability to listen, advise, recommend, and guide along the buying journey.

WHAT YOU WILL BE RESPONSIBLE FOR:

• Possess a "hunter" mentality and an energetic attitude to win new logos and grow existing business
• Create and maintain your plan to manage your book of business, which outlines the strategy and approach that will be used to meet or exceed your annual quota
• Continuously develop and maintain a qualified opportunity pipeline that exceeds '3x' your annual quota
• An appetite to continuously learn about our products, competitors and adjoining technology segments
• Work with prospects to identify business challenges through detailed and structured discovery
• Present relevant proposals and demonstrate the capabilities of our SaaS software offering across differing buying centers
• Prepare sales strategy, pre-sales resources, pricing, and negotiation for closure
• Collaborate with marketing to create and drive a nurture program to support pipeline development
• Work closely with assigned demand generation resources for appointment setting
• Develop new and creative ideas to be used in individual account prospecting and broad segment-specific targeted marketing campaigns
• Collaborate with alliance and partner networks as well as your relationships to build new business
• Accurately document information on each opportunity through our system of record, SFDC, while always recording and maintaining new steps and actions
• Develop and maintain market knowledge and competitor positioning to be a credible advisor in this field
• Identify and attend relevant industry events and prospect/customer meetings that support pipeline creation
• Conduct yourself in a manner that makes each new win a long-term referenceable customer
• Collaborate with Marketing to create post-sales materials, representative of why we won for future sales artifacts
• Additional responsibilities and duties as required

CANDIDATE QUALIFICATIONS & WHY YOU'RE A GREAT FIT FOR THE ROLE:

• The Essentials
  • Bachelor's degree in relevant field
  • Minimum of 2 years previous experience in a client facing new business role within a software sales, SaaS, digital or technical sales environment
  • 3 or more years of successful sales achievements, ideally within a Cloud-based software company, selling to Marketing professionals and other business leaders
  • Proven track record of selling solutions in a purely new business role strong performance against target
  • Formal sales training is preferred, but is not required
• Additional Successful Qualities
  • Experience developing strategies on assigned accounts to fully leverage technology solutions and grow the lifetime value of the account
  • Proven ability to sell complex projects from conception to closure with experience managing internal and external resources to achieve objectives
  • Experience building trusted relationships with C-Suite and end users
  • Documented success in achieving assigned sales targets, ensuring client retention and meeting satisfaction targets
  • Excellent listening and probing skills
  • Ability to naturally adapt to changing sales environments and personalities encountered
  • Excellent presentations and negotiation skills
  • Ability to demonstrate focus on identifying and selling to business challenges and not just the technology
  • Ability to demonstrate an understanding of a marketing technology ecosystem

APRIMO CULTURE & WHY YOU'LL LOVE WORKING HERE:

• Aprimo offers a forward-thinking, progressive and employee-first culture that is based in both collaboration and flexibility with team members who are friendly, intelligent and enthusiastic people that are committed to the product and mission here at Aprimo.
  • With 5 offices worldwide and teams spread throughout the US, EMEA and Philippines, our multicultural teams work cross-departmentally and across continents and cultures towards a shared goal.
  • We offer a diverse environment that promotes DEI efforts, values multiple perspectives and fresh thinking and which includes Aprimo HELPS, an employee resource group (ERG) that is dedicated to giving back to our local communities
• Through its relaxed environment, Aprimo embodies a more casual "Silicon Valley" atmosphere.
  • We have a casual dress code that allows employees to express themselves as individuals and which fosters a creative and free-thinking approach to problem solving and business solutions. And it also allows us to wear hoodies and shorts during internal meetings.
• Unlimited PTO, flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.
  • Our unlimited PTO encourages employees to take time off to un-plug, rest, and recharge.
  • With flexible work schedules, employees can attend to personal matters, such as stepping away to pick up their children from school or to get a much-needed haircut.
  • In a recent internal survey, 89% of staff cited work-life balance as being one of the most rewarding aspects of working at Aprimo!
• Part of the key to our success is that team members are not only successful at collaboration and open communication, but that they are also given a great deal of autonomy and freedom in their own individual roles.
  • Our culture is not a micro-managing environment rather, employees are encouraged to be self-starters, to voice new ideas, and to exercise ownership in their individual roles.
  • As such, individual team members can leave a lasting impact and footprint within the organization in fact, our average employee tenure is 7.7 years.
• Aprimo employs a "choose your own adventure" approach to career advancement.
  • Staff members are not siloed into roles and for many of our teams there is no set ladder that one needs to climb to achieve growth and promotion.
  • Rather, we emphasize an organic approach to career development in which employees can and do frequently transition into newly created roles within their own teams or transition into other departments based on their interests in exploring new skills and responsibilities.
  • For additional learning and development, we recently rolled out Udemy, which is an online learning platform that employees have access to and which features over 200,000 courses on a wide variety of business topics.
• Ranked #1 in AI Metadata & Search by Forrester